Senior Market Development Representative
Atlanta, GA
Sales – Marketing /
Full-Time /
Hybrid
The Company
Simply put, SpryPoint provides Smart Solutions for Smart Utilities.
Founded in 2011, SpryPoint is a leading provider of cloud-based solutions for the utility sector. Our team of experts has extensive experience serving utilities across North America, and we are dedicated to helping our clients improve their operations and better serve their customers. Our solutions include advanced billing and customer relationship management tools, as well as powerful analytics and data management capabilities. We are proud to have been recognized by industry experts and our clients alike for the value and innovation we bring to the market.
In February of 2023, SpryPoint received a strategic investment from Norwest, a leading venture and growth equity investment firm. With this investment, SpryPoint will build on its significant business momentum over the past three years, expanding its team and positioning the company to continue increasing market share of its mission-critical, cloud-native solutions for smart utilities.
Position Overview
We’re seeking a Senior Market Development Representative to join our expanding go-to-market team. In this senior-level role, you’ll take strategic ownership of demand creation development— generating and qualifying leads as well as shaping how those leads are engaged through targeted, high-impact outreach campaigns.
Reporting to the Senior Marketing Manager, you’ll collaborate closely with Sales Management and Account Executives to identify and engage prospects through the early stages of SpryPoint’s sales process—from nurture to sales-qualified—setting the stage for productive sales discovery conversations. Success in this role requires a strong understanding of buyer personas, articulations of market pain points (segmented by buyer persona), and their buying motivations, enabling you to craft compelling and relevant messages and call scripts that resonate and drive conversion.
Success in this position will result in early buyer engagement, education, and preference for SpryPoint solutions - well before an Request for Proposal (RFP) cycle has commenced.
Responsibilities
- Conduct in-depth research to identify key titles and build prospect contact lists aligned to our ideal customer profiles (ICP) and targeted personas (e.g., utility operations, customer service, executive, financial, and IT leadership)
- Nurture net-new prospects, guiding them through an early-stage sales qualification process, advancing qualified opportunities to SQL for sales team discovery conversations.
- Manage follow-up from trade shows, events, and inbound leads to drive timely engagement.
- Identify and capture in lead-gen systems, contacts identified as the personas and influencers involved in the identification and selection of SpryPoint solutions.
- Lead the development and execution of high-touch, persona-driven multichannel outreach campaigns in partnership with sales and marketing.
- Craft personalized outreach messaging across channels (email, phone, and LinkedIn) to align SpryPoint’s value with prospect pain points (e.g., operational efficiency, self-service, digital transformation).
- Test and refine outreach tactics and messaging to improve conversion and effectiveness.
- Utilizing a BANT (Budget, Authority, Need, Timeline) or a similar qualification framework to identify utility organizations and contacts that are planning or preparing for the transformation or replacement of their current systems and provider.
- Transition leads from marketing-qualified to sales-qualified with detailed notes and clear next steps.
- Coordinate and schedule intro and discovery between the prospects and the assigned Account Executive.
- Maintain clean and updated records in Salesforce and HubSpot.
- Track KPIs such as lead conversion rates, campaign engagement, and meetings booked.
- Provide insights on campaign effectiveness and suggest improvements based on data.
- Partner with sales and marketing to align outreach efforts with current market, client, and competitive trends..
- Share market feedback and patterns with product, sales, and marketing to continuously refine messaging and product positioning.
- Act as a bridge between marketing insights and sales action, ensuring quality over quantity in lead handoff.
- Stay current on utility sector trends, particularly around customer experience (CX), payments, and digital transformation, with the ability to effectively translate the knowledge to relatable conversations, scripts, and digital campaign copy.
- Develop expertise in SpryPoint’s solution suite, value props, and competitive landscape.
- Understand our partnership landscape and how they integrate with our sales efforts.
- Position yourself as a subject matter expert on utility sector trends, SpryPoint’s product suite, and how our solutions address real-world operational challenges.
Campaign Execution & Outreach
Qualification & Handoff
Pipeline Management & Reporting
Collaboration
Industry & Product Knowledge
Qualifications and Competencies
- 4+ years in a SaaS sales development, demand generation, or customer-facing role.
- Experience in the utility industry is a plus.
- Proficient with Salesforce, HubSpot, or similar CRM/marketing automation tools.
- Experience developing high-touch value-based outreach campaigns, lead scoring models, and email nurturing sequences is an asset.
- You’re a strong communicator with a passion for sparking meaningful conversations.
- You’re curious, proactive, and love to dig into what makes prospects tick.
- Comfortable balancing outreach hustle with strategic campaign thinking.
- You’re organized and comfortable with reporting and tracking KPIs like conversion rates, engagement metrics, and pipeline health.
- A team player who’s excited about working cross-functionally to grow the pipeline.
- You enjoy experimenting with messaging and tactics to improve outreach performance.
- Willingness to travel for team events or industry conferences if needed.
Our Hiring Process!
We know that looking for a new role can be both exciting and time-consuming, and we truly appreciate your effort. Here’s a peek into our hiring process for this position, so you know exactly what to expect:
👋 Stage 1: 30-minute Recruiter Interview
We'll dive into your professional background and experience, share more about SpryPoint and the role, and answer any burning questions you might have.
👥 Stage 2: 45-minute Hiring Manager Interview
with Tiffany Miller, Sr. Marketing Manager
In this interview, you’ll have the opportunity to discuss your experience and insights with Tiffany. She’ll be eager to learn more about how your background aligns with the Market Development Representative role.
🧑💻 Stage 3: Case Study Presentation Prep & Interview
In this stage, you’ll kick things off with a 15-minute presentation where you’ll walk the team through your approach to sales development and share a lead generation initiative you've worked on. After your presentation, we’ll shift gears and chat more about your background and experience, a great chance for you to highlight your collaborative skills and how you’d thrive in our team-oriented culture.
👥 Stage 4: 30-minute Final Interview with Michael Hill, Chief Revenue Officer
This is your chance to discuss your career goals and learn how we can support your growth and aspirations.
🚀 Stage 5: References/Offer
We'll check your references to confirm all the great things we've learned about you. If all goes well, we’ll be thrilled to extend an offer and welcome you to the team!
Why SpryPoint?
🚀 Autonomous working environment with flexible working hours
💰Competitive compensation package
💻 Macbook + $500 towards your home office setup
🏥 Health, dental, vision, and life insurance
🏝️ Generous PTO, ½ day Summer Fridays, and flexible sick days
📈 RRSP (Canada) and 401k (US) matching program
🧠 Professional development courses, $2,500 annual tuition assistance, and a book bounty program
🧳 Annual company events and team offsites
SpryPoint is an equal-opportunity employer. We do not discriminate, and encourage applications from everyone regardless of race, religion, colour, national origin, ancestry, sex, sexual orientation, gender identity, age, physical or mental disability, medical condition, genetic characteristics, veteran or marital status, pregnancy, or any other classification protected by applicable local, state, or federal laws.
If you need any accommodations or adjustments throughout the interview process and beyond, please let us know, and we will work with you to provide the necessary support and make reasonable accommodations to facilitate your participation.
Please note that to maintain our SOC 2 compliance, we ask all candidates to complete background check and identity verification as a final step in our interview process.
